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Launch Playbook for

Solution Providers
VMware vSphere with
Operations Management
August 2013

How to use this Playbook


In this playbook, youll find key information to understand your opportunity with VMware vSphere
with Operations Management, the enablement tools to learn about the product, marketing tools
and tactics available to drive demand, and sales tools to help your sales people generate interest
and convert that interest into opportunities and revenue.
Each section (Partner Opportunity, Learn, Market, Sell) identifies the highlights of what you need to
know at a glance, segmented by role, as well as a deeper dive into the full solution story.
The final section is an appendix, allowing you to quickly find specific resources you may be
looking for.

Table of Contents
Partner Opportunity. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3
Learn . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5
Market . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7
Sell . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9
Appendix. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11

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Opportunity

Learn

Market

Sell

Appendix

The Partner Opportunity

Launch Overview
vSphere with Operations Management offers the worlds leading
virtualization platform with insight to IT capacity and
performance, and is designed for running business critical
applications at high service levels. By providing insight to
workload capacity and health, customers achieve higher capacity
utilization, consolidation ratios, and hardware savings. Gaining
visibility into performance bottlenecks and leveraging
recommendations for problem resolution allows customers to
understand the full impact and root cause before the entire
business is impacted. As a result, customers ensure application
performance and health, while significantly reducing the amount
of time spent on troubleshooting problems.

The Partner Opportunity: Whats in it for me?


You can increase your profitability up to 25% by combining all advantage+ up-front discounts on vSphere with Operations Management.
You can increase deal size to new customers and sell existing customers more software, services, and support.
Customers who have vSphere with Operations Management can easily identify capacity shortfalls, which may lead to additional
upsell opportunities for you.
Plus:

Easy to sell: vSphere with Operations Management sells exactly like vSphere (per CPU)

Upsell opportunity for existing accounts

Stronger value proposition for new accounts and targets

Grow your business: with higher ASPs

Deliver more value: Provide customers with with vCenter Operations Standard capability as they start their virtualization journey

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Opportunity

Learn

Market

Sell

Appendix

Why and how is vSphere with Operations Management important to customers?

Why?

How?

Save money: Maximize ROI and improve CapEx savings

Increase uptime to meet SLAs

Improve infrastructure and reduce downtime of applications


by up to 36%

Cut time spent troubleshooting and improve productivity

Reduce diagnostic and problem resolution time by up to


26%

Reduce hardware costs by up to 30%


Double IT savings from vSphere
Improve capacity utilization by up to 40% and
consolidation ratios by up to 37%

What Customers are Saying

...When you have your customers come back to you


and say, What did you do? Everythings much faster, its one
of those moments that you take back to your management
and you say, This is what Im hearing across the board. I may
sound a little excited about that, but that was the aha moment
for people.

I can do [diagnostics and problem resolutions] in half


the time... [vCenter Operations Management Suite] frees up
my time to implement other things instead of being bogged
down in the trenches and chasing ghosts all day.

Partner Incentives for Selling vSphere with Operations Management


Earn an additional 5% up-front discount with advantage+ Accelerator on eligible vSphere Data Protection or vSphere with
Operations Management licenses. (Now through December 31, 2013).

Infrastructure Virtualization Competency partners can earn 5% Solutions Rewards for selling vSphere with Operations
Management or vSphere Data Protection.

Business Continuity Competency partners can earn up to 20% Solutions Rewards for vSphere Data Protection sales and
Management Competency partners can earn up to 20% for selling vSphere with Operations Management.

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Learn

Market

Sell

Appendix

Learn

JUST THE HIGHLIGHTS

Sales

Selling VMware vSphere with Operations


Management (20 mins)

Increase Your Sales Opportunities through


Virtualization Capacity Utilization with Intuitive
Performance Monitoring Presentation

2013 Launch Pricing, Packaging & Licensing


Presentation

Get up to speed on vSphere with Operations


Management
A number of key assets and elements are available to help you
get up to speed on vSphere with Operations Management. If
you only have a couple minutes, and just want the highlights
for now, look in the Just the Highlights box. For those seeking
to get a good working knowledge of the solution, follow the
role-based paths below.
The foundational elements you may require, including box shots
and datasheets are also included a the end of this section.

Technical:

Technical Overview (34 mins)

Im in Sales (VSP):
Recommended

vSphere with Operations


Management Update to VSP
(To obtain your complete
VMware Sales Professional
(VSP 5))

Selling vSphere with Operations Management


(if you already have VSP 5) 20 min

Additional
Training
Resources

vmLIVE Recordings

vmLIVE - VMware vSphere with Operations Management, Sales


and Positioning, 60 min
vmLIVE - vSphere with Operations Management and VMware Management Competitive Positioning, 60 min
Introducing VMware vSphere with Operations Management - EMEA, 60 min
Increase Your Profitability and Value to Your Customers with VMware
Software Defined Data Center (SDDC) Register or
view the archive recording
vSphere with Operations Management - taking the next step and increasing
your opportunities Register or view the archive recording

Partner University TV
Recorded Videos

vSphere with vCenter Operations Management: The Next Evolution


in Virtualization, 10 min
vSphere with vCenter Operations Management: Pricing, Licensing
and Packaging, 10 min
Winning Against Microsoft with vSphere with Operations Management,
12 min

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Opportunity

Additional
Training
Resources

Learn

Presentations

Market

Sell

Appendix

Increase Your Sales Opportunities through Virtualization Capacity


Utilization with Intuitive Performance Monitoring
2013 Launch Pricing, Packaging & Licensing
Cloud Infrastructure and Management 2013 Launch Overview
VMware Software-Defined Data Center (SDDC) 2013 Launch Overview

Im technical, looking for Pre-sales (VTSP) and Post-sales (VCP) training:


Recommended

Additional
Training
Resources

vSphere with Operations


Management Update to VTSP
(To obtain your complete
VMware Technical Solutions
Professional (VTSP 5))

VMware vCenter Operations Management Suite Technical Overview [V5.X]


(if you already have VTSP 5) 34 min

Presentations

vSphere: Whats New - Technical Overview

Partner Mobile Knowledge


Portal Tablet App
Need the content & training
on the go? Have it anywhere,
anytime, at your finger tips.
(Partner Central log-in required)

Introduction to vCenter Operations Manager


Module 1: Technical Overview of vCenter Operations Manager 27 min
Module 2: Using the Dashboard and Badges 24 min

Apple Store
Google Play

Other: Useful Downloads







vSphere with Operations Management Box Shots


vSphere with Operations Management Data Sheet
FAQ
vSphere with Operations Management Cheat Sheet
Whats New in vSphere with Operations Management 5.5
Visit vSphere with Operations Management page on Partner Central for all other resources

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Learn

Market

Sell

Appendix

Market

Generate Demand for vSphere with Operations


Management

JUST THE HIGHLIGHTS

vSphere with Operations Management Marketing


tactics at a glance:

Digital (GRID) campaign: People Like You

Website in a Box

Event in a Box

Need help executing? VMware Partner Marketing


Bureau is at your service to show you how to run
these tactics, or even run them for you.

VMware has several marketing campaigns and tactics available


for you to drive demand for vSphere with Operations
Management within your customer and/or prospect base.
Each is outlined below, followed by a recommended Plan of
Attack you can follow to make the most of your marketing
efforts and maximize your success. For additional, region
specific activities, contact your Partner Marketing Manager.

Marketing Tools for you:


People Like You Grid Campaign for SMB/Commercial Targets. Generate leads for vSphere with Operations
Management among new prospects and existing customers in the SMB/Commercial segment. The People
Like You campaign comes in two versions, 1) Prospect for acquiring net new customers, and 2) Customer
to help you upsell and cross-sell existing vSphere customers to vSOM, vSphere Essentials Plus, and vCenter
Site Recovery Manager. Learn more about these new campaigns at www.vmwaregrid.com/campaigns.
People Like You Event-in-a-Box Campaign. The customer version includes specific event
presentations, handouts, email and registration templates, and solution-focused whitepapers designed
for existing customers to virtualize their entire data center with vCloud Suite. Get started today at http://
www.vmware.com/go/eventinabox.
Website-in-a-Box featuring vSphere with Operations Management product

Showcase VMware products on your website, with VMwares content syndication platform from
SharedVue. Its quick and easy and SharedVue will walk you through how to add a few lines of code
to your website and get going right away.

Receive high quality leads from prospects that access VMwares free vSOM evaluation software
through Website-in-a-Box. Fun fact 37% of prospects who download evaluation or trial software
eventually purchase. These VMware evaluation software leads only available via Website in a Box

Website-in-a-Box will have a refreshed look and feel, along with updated product content on October 15.

For more information, go to: http://vmware.sharedvue.net/infocenter/en/wiab.asp


Coming this Fall New Grid campaign for SDDC
Mark your calendars for a new Grid campaign for partners called New Era. New Thinking. This will be a NEW
co-brandable digital campaign to support the Software Defined Data Center (SDDC) vision while generating
awareness and demand for vCloud Suite and vSphere with Operations Management. Look for more details and
a campaign launch date to come in early September.

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Market

Sell

Appendix

Marketing Plan of Attack:


Looking for ideas on how to drive demand for vCloud Suite within your organization? Heres a suggested touch plan to follow:

Sign up for Website in a Box. Syndicate content on your site, and generate and follow up on leads

Generate
Awareness:

Go social by accelerating your online reputation with social media syndication. With this tool,
VMware provides industry and VMware solution-specific content including vCloud Suite that you
can post automatically to your social networks, making it easy to keep up your social channels.
Visit http://vmware.zift123.com and activate your free account.

Run the People Like You GRID campaigns targeting your customer and prospect lists. Follow up
on your leads and consider inviting those who responded to a live event.

Drive
Demand:

Plan an Event in a Box in your region to customers and/or prospects. Consider inviting those who
recently downloaded content from your website in a box, or interacted with your GRID campaign.
Dont forget to promote your event within your social media tools if appropriate

Follow up on your leads in a timely manner, especially those you consider hot leads. Nurture
prospects not yet ready

Create
Opportunities &
Close Business:

North America: if applicable, join a National Prospecting Day. Use customers and prospects who
responded to one or more of the activities above as a priority calling list to convert interest into
pipeline and revenue
EMEA: VMware Call Out Day in a Box (CODIAB) helps partners to accelerate the sales process and
to build a pipeline for a solution area. The CODIABs include call scripts, customer facing emails and
presentations, promotion sheets, enablement presentation and more.

If you have questions about these programs or need help executing them, the Partner Marketing Bureau
is at your service. For Premier partners, contact your Partner Marketing Manager. All other partners
can contact their local Partner Marketing Bureau here.

Downloads and Links


Digital GRID Campaign: People Like You (available now) and New Era, New Thinking (Coming end of September 2013)
www.vmwaregrid.com

Website in a Box: Refreshed content available on October 15

Event a Box: event and assets

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Market

Sell

Appendix

Sell

JUST THE HIGHLIGHTS

Download the Sales Bytes


Review vSphere with Operations Management
incentives

Sales Tools
Selling vSphere with Operations Managementinto your
existing vSphere customer base or into new customer bases
is made easy with partner-facing and customer-facing sales
tools, plus key information on rewards and incentives. Looking
for a good starting point? Check out the vSphere with
Operations Management SMB Fight Plan to learn about use
case and value proposition, and how to best position this
offering. Then use additional tools, customer promotions, and
assets to sell the solution.

Sales Tools for you:


Sales Tools

Description

Action

Sales Enablement
Module

Start by watching a 15-20 minute recording, which provides a concise


overview of each VMware Sales Byte, including customer challenges, target
profiles, VMware solutions and product information

Review Sales Byte

Sales Enablement
PPT

The powerpoint version of the training above

Review Sales Byte

Value Prompter
Cheatsheet

Leverage this one-pager to guide the call discussions. Aimed at uncovering


customer problems and connecting them to the VMware solutions and value
they can deliver to the customer.

Review Sales Byte

Prospecting Guide

Use this one-pager for pre-call preparation and to address frequently asked
questions during the call.

Review Sales Byte

Pricing and
Packaging
Cheat Sheet

Download this cheatsheet for a quick reference guide to editions, features,


skus, pricing and more.

Get the cheatsheet here

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Market

Sell

Appendix

Customer Assets for you:


Customer Assets

Description

Action

Customer
Presentation

This presentation can be used during customer discussions to help guide the
solution conversation.

Review Sales Byte

Customer-ready
email

Pre-call, post-call, and missed you emails containing links to solution-specific


assets on VMware.com and promotional information for follow-up. Send to target customers to introduce a relevant VMware solution and set up next steps.

Review Sales Byte

Video

Short video designed to excite and provide customers with an understanding


of the benefits and value of vSphere with Operations Management, whether
new virtualization customers or existing vSphere customers

Review the Video

Call Out Day in


a Box

Call scripts, customer facing email and presentations, promotion sheets,


enablement presentations, localized in up to 11 languages.

Download Assets

Customer Promotions for you:


Promotions

Description

Action

Promotions one
pager

Reference this for the for the latest VMware incentive and promotion information

Review Sales Byte

Current
Promotions

View all current promos, including those applicable to vSphere with


Operations Management on the Promo App

Download the Promo App

*For Partner Incentives see page 4

Additional Information

Review additional assets on Partner Central

Review other applicable Sales Bytes


Download All

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Learn

Market

Sell

Appendix

Appendix

Opportunity

Quick Links Common VMware Tools and Pages

Partner University

Partner University TV

GRID

Website in a Box

Event in a Box

Sales Bytes

Partner Central Products

Partner Central - Incentives/promotions page

Promotions Application

Partner Marketing Bureau

vSphere with Operations Management


Advantage+ Accelerator
Solution Rewards

Learn


Selling vSphere with Operations Management (20 mins)


Technical Overview (34 mins)
Sales
VMware Sales Professional 5 (VSP 5)
Selling vSphere with Operations Management
vmLIVE - VMware vSphere with Operations
Management, Sales and Positioning
vmLIVE - vSphere with Operations Management and
VMware Management - Competitive Positioning
Introducing VMware vSphere with Operations
Management EMEA
Increase Your Profitability and Value to Your
Customers with VMware Software Defined Data
Center (SDDC)
vSphere with Operations Management - taking the
next step and increasing your opportunities
vSphere with vCenter Operations Management: The
Next Evolution in Virtualization
vSphere with vCenter Operations Management:
Pricing, Licensing and Packaging
Winning Against Microsoft with vSphere with
Operations Management
Increase Your Sales Opportunities through
Virtualization Capacity Utilization with Intuitive
Performance Monitoring
2013 Launch Pricing, Packaging & Licensing
Cloud Infrastructure and Management 2013 Launch
Overview
VMware Software-Defined Data Center (SDDC) 2013
Launch Overview
Pre-Sales & Post Sales
VMware Technical Solutions Professional (VTSP 5)
VMware vCenter Operations Management Suite
Technical Overview [V5.X]
Introduction to vCenter Operations Manager
vSphere with Operations Management Technical Overview
vSphere with Operations Management Box Shots
vSphere with Operations Management Datasheets

Market




VMware Partner Marketing Bureau


People Like You GRID Campaign
Website in a Box
Event in a Box
Call Out Day In A Box (EMEA)

Sell

Sales Tools
vSphere with Operations Management SMB Fight Plan
Sales Enablement Module
Sales Enablement PPT
Value Prompter Cheatsheet
Prospecting Guide
Pricing and Packaging Cheat Sheet
Customer
Customer PPT
Customer-ready email
Video
Promotions
Promotions One Pager
Promotions Application

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